From time to time I would get the buyer who was say something like "see if your manager will take (dollar amount) cash?" Maybe you heard dad or grandpa say this way back in the day but it isn't even worth mentioning these days. Before the days of technology we now live in. Where money has just become another number in a hard drive. Throwing the word "cash" into an offer was definitely a negotiating tactic for the buyer. However, because of wire transfer of funds it is likely that if you were to finance that the store will see their money in the bank as fast if not faster than if you paid cash. Let alone they would rather not even count out $25,000 and have it in the building. To be quite honest, the impact "cash" had in negotiating a car deal is the opposite of what it used to be. Dealers make quite a bit on the "back end" (interest rate profit, extended warranties,etc) and they would RATHER hear you are financing. Finance officers who figure your rates make profit off of the interest points they add above the "buy rate" (their "cost" of the rate) of your loan. For example. They phone into the bank you are financing through and "massage" the loan officer into a nice low buy rate they can add a rate point or two to make themselves a nice little profit and keep things looking good on paper for you while still making that financial institution some good money too.
Is it fair to say the "cash" offer never works anymore. Not at all. It would all depend on where you are buying from. If you are at a small, shady, one man operation corner lot and the owner is ready to go have a drink after work on a Friday afternoon. "Cash" may perk that guy's ears but even the smallest of stores still make their money on financing as well. As far as a private purchase goes. It means everything for obvious reasons. The megastore that makes millions a year off of interest could care less.
So the moral of the story is "cash" = less potential profit on the back end of the deal . With this said. Throwing them a bone during the negotiating of the price of the car that you may (even though you really aren't) be financing could make them ease up on the price of the car a bit in hopes of making money off of you on the back end. I have worked plenty of deals where my manager dropped his pants on the price of the car more than he normally would because we knew they were finacing. Using this outdated tactic is most likely to just make you sound as if you have not bought a car for 30 years.
Saturday, July 23, 2011
Cash as a Negotiator
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